Your funders can be your greatest champions and thought-partners. Engage these allies through a process of understanding what is most appealing to them about your organization, what would increase their engagement, and learning how to steward them in a way that motivates them to stay personally and financially invested long-term.
The First Rule of Engagement is Listening
Listening itself is stewardship. It communicates respect, builds trust, and often uncovers pathways to greater giving and advocacy for your mission. Be genuinely curious about the funder’s story, and appreciate their philanthropic journey to date. When you ask your questions, deeply listen to their responses. Listening, not pitching, is the pathway to deeper engagement for both sides, often resulting in greater financial investment and advocacy for the mission of your organization.
Lead with Gratitude
The objective of the call/meeting is to:
- Ensure the funder feels seen, loved, appreciated, and important.
- Engage the funder as a thought partner, and thereby more invested in your success. Funding partners have a unique view of your organization that you may be missing; there is a great deal to be learned in these interactions that can strengthen your organization.
- Determine the relationship health with you and your organization, and address any barriers to greater funding.
- Ensure the donor feels confident in their investment in your organization, and are poised to make more significant investments moving forward.
- Uncover potential for deeper engagement beyond funding, such as board service or hosting cultivation events.
These conversations are often deep and affirming. It will also help bolster the staff/board members’ commitment to your organization to be in such deep conversation with your funding partners.
Preparing for 1:1 Meetings
Each 1:1 meeting or call should be customized based upon the funder/foundation profile, but below are suggested questions to give you a sense of the choreography. You can also pull key questions from the Leading the Donor Danceguide.
To start on the right foot:
- Research their giving profile.
- Reference at least two key things about it that dovetail with your work.
Examples: (LL not sure why lines are there, take out)
- FUNDER: “We’ve been prioritizing climate resilience in our portfolio.”
- YOU: “What was the turning point that made climate resilience rise to the top for you?”
FUNDER: “Equity and inclusion are at the center of our strategy right now.”
- YOU: “When you picture success on equity in five years, what does it look like to you?”
FUNDER: “We’re deeply focused on education and opportunity for young people.”
- YOU : “What inspired you to see youth as the core of long-term change?”
Strengthening Funder Relationships: Conversation Guide
Sample opening:
“I’ve really been looking forward to this conversation. Thank you for taking the time to share your experiences with us. Your perspective is so valuable — it helps us understand what matters most to you, so we can be the best possible stewards of your partnership and invite others to join in this work alongside you.”
1. Origin & Motivation (Build Bond & Emotional Context)
Questions:
- “What inspired you to first connect with our organization?” or “I’d love to hear more about what drew you to our mission.”
- “When you decided to invest in us, what problem or opportunity did you hope to address?”
- “Of all the missions you could support, why did this feel like the right fit for you?”
2. Current Experience (Uncover Gaps & Reinforce Value)
Questions:
- “What’s been most meaningful about your partnership with us so far?”
- “Where do you feel the biggest impact of your support has shown up?”
- “When you compare us to other organizations you support, what do we do better? And where do you see room for us to grow?”
- “If you could wave a magic wand, what would we be doing differently or more of?”
- “If you could strengthen one area of our work, where would you most want to see your giving make a bigger difference?”
- “What would it look like for your investment to have even greater impact with us?”
3. Vision & Future Partnership (Future State & Co-Creation)
Questions:
- “What’s your ultimate vision for the change we can achieve together?”
- “If that vision became reality, what would it mean for you personally?”
- “What’s at stake — for you, and for the issue — if this vision isn’t realized?”
- “On a scale of 1–10, how confident are you that our partnership is on track? What would make it a 10?”
- “As you think about your legacy, what role do you see our work playing in it?”
4. Stretch Giving & Deeper Engagement (Test & Co-Create Next Steps)
Questions:
- “Based on what you’ve shared, what would need to be true for you to feel inspired to increase your investment?”
- “What role — beyond financial — would excite you most in helping us realize this vision? (hosting, challenge grant, board service…)”
- “Which peers or fellow funders in your network would you want standing alongside you in this work?”
5. Gratitude & Closing (Affirm & Secure Next Step)
Questions:
- “How can we show our gratitude in ways that would be most meaningful to you?”
- “As we move forward, what would you like to see from us that would strengthen your confidence and excitement?”
Exploring Future Possibilities (If the Moment Feels Right)
Potential Asks:
- “You’ve shared a powerful vision. What level of investment would feel right to help bring that vision to life?”
- “If we aligned more closely with the outcomes you care about, what size of commitment would feel meaningful?”
- “If you were to consider a transformational gift of $XX, what would need to know for you to feel confident saying yes?”
- “Would you be open to exploring a 3-year commitment at $XX/year, to give us the stability to deliver on the vision you’ve shared?”
- “How would you feel about anchoring this campaign with a leadership gift of $XX, to inspire others to follow?”
- “What would it need to look like for this organization to become your top-funded priority?”
- “Would it be helpful if I shared a few giving scenarios that tie directly to the vision you described?”
- “Can we follow up next week with an outline of what it would take to make your vision real?”
Key Takeaway
These conversations aren’t about pitching — they’re about uncovering what inspires, frustrates, and motivates funders, then co-creating a path forward. That’s how relationships deepen and giving grows.
Closing the Loop
- Always close with gratitude and clarity about next steps.
- Follow up within 24–48 hours with a thank-you note and a brief summary of key points you heard, and any outstanding action items to be addressed.
- Document insights in your donor management system so the relationship can deepen over time.
Closing Thoughts
Strengthening donor relationships isn’t about asking more often — it’s about asking better. When you listen with genuine curiosity, frame your donors as thought partners, and invite them into your vision, you transform the relationship. Funders become allies, advocates, and champions — not just supporters.
Prepared by Natalie Rekstad, Founder, Black Fox Global
